The Company
Our client is a globally recognised consumer goods organisation with an extensive portfolio of trusted brands sold across households worldwide. With a strong presence across Asia and a reputation for innovation, commercial excellence, and market leadership, the business continues to invest in strengthening its route-to-market capabilities and distributor partnerships to drive sustainable growth.
The Role
This is a highly visible commercial strategy role sitting at the intersection of Sales, Trade Marketing, and Distributor Management. Acting as the strategic engine behind the General Trade and Distributor channels, you will be responsible for shaping Route-to-Market (RTM) strategies, annual channel planning, distributor performance management, and sales capability development.
Reporting to the Sales Operations Manager, you will play a critical role in ensuring distributor partners are equipped with the right targets, incentives, tools, and insights to deliver outstanding market execution and commercial results.
Responsibilities
- Lead annual General Trade channel planning, including Gross-to-Net (GTN) and in-store investment strategies.
- Develop and manage Joint Business Plans (JBPs) and distributor sales targets aligned to overall business objectives.
- Design and optimise Route-to-Market (RTM) strategies to improve distribution coverage, efficiency, and execution.
- Create and manage Distributor Sales Representative (DSR) incentive programmes that drive performance and field excellence.
- Evaluate distributor structures and support the selection and development of strategic distributor partners.
- Build and manage distributor scorecards, turning sales data into actionable commercial insights.
- Partner with cross-functional teams to develop and implement Perfect Store execution standards across retail channels.
- Lead monthly performance reporting and provide strategic recommendations to senior stakeholders.
- Drive sales capability development through tools, training, and process improvements.
- Act as the key channel expert, partnering closely with Customer Marketing and Commercial teams to deliver best-in-class execution.
Requirements
- Bachelor's degree in Business, Marketing, Commerce, or a related discipline.
- 5–10 years of experience within Sales Operations, Trade Marketing, Distributor Management, or General Trade environments.
- Strong background within the FMCG industry.
- Advanced analytical capability with excellent proficiency in Microsoft Excel.
- Experience developing RTM strategies, channel plans, distributor scorecards, and performance frameworks.
- Strong commercial acumen with the ability to influence stakeholders across multiple functions.
- Excellent communication skills and the ability to translate data into actionable business decisions.
- Proven ability to work in a fast-paced, matrix organisation and drive continuous improvement initiatives.
If you are a commercially minded sales operations professional looking to influence strategy, optimise distributor performance, and drive growth within a leading consumer goods business, we'd love to hear from you.
